Positive procurement
Training objectives
Key benefits of training
Acquisition of skills to manage partners during change
Each participant will develop their individual partner matrix, characterising their behaviour
Methods for dealing with behaviours that support and block purchasing initiatives
Description of training
Purchasing is one of the most interdisciplinary functions in a company. Different business processes intersect on the buyer's desk. This requires a high level of skills from him. Particularly those that enable him or her to build positive relationships with business partners. The training course „Positive Purchasing” equips purchasing staff with the soft skills to influence business partners so that they ultimately WANT, not MUST, to work with the purchasing department.
Analysis of real-life examples and games allow us to highlight the following issues:
- ability to influence purchasing within the organisation
- effective communication and adaptation of the message to the partner
- effective stakeholder management
- objectives of individual departments and common objectives
- why suppliers are trying to skip purchases and prefer R&D
- ability to sell your ideas and inspire stekeholders
The workshop lasts approximately 6 hours, broken down into work in teams and individual work in „rooms”. During it, the trainer gives individual feedback to the participants. The class is filled with individual exercises, situational analyses, discussion and mini-lectures. Training based on the idea of EDUTAINMENT, realised from a green box studio (just like TV programmes), ensuring high interaction and involvement of participants.
Key Programme Topics
Taking the lead in the relationship, enhancing merchant authority and identifying stakeholders. Discussion of RASIC, the merchant action plan and the stakeholder behaviour matrix.
Distinguishing expectations and needs and their impact on the purchasing process. The product and service life cycle and the importance of functional specifications.
Communication with business partners and tailoring the message to the audience. Conflict management, cultural differences and escalation.
MSUES 2.0 certification.
FAQ
When purchasing through our online shop, please provide your TAX ID (VAT) number and company name. We will issue the invoice on the day the payment is entered into our system.
Our pricing policy provides discounts for group registrations of a minimum of 4 people. Please contact us directly if you would like to register 4 or more participants for a training course.
The final choice of location depends on the geographical mix of registered participants. Most often, the final location is announced 30 days before the open training date.
20 years' experience in strategic procurement, with 11 years leading consultancy and training projects, 80% of which are developed for specific client requirements. During his career, he has managed teams of direct and indirect buyers at national, European and global level. At Eveneum, he specialises in negotiating training projects and building long-term strategies for clients' cooperation with suppliers. In the area of consulting, he supports customers in optimising processes and preparing the procurement organisation for increasing responsibilities and duties. Ex-lecturer at the European Institute of Purchasing Management in France.
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